Cloudflare Practice Leader

Cloudflare Practice Leader

Build a Cloudflare business from a running start. You'll begin with paying work already inside Cloudflare's Professional Services team, report directly to the CEO, and have a clear mandate to make Trantor one of Cloudflare's go-to services partners.

ABOUT TRANTOR

Trantor is an enterprise technology services company founded in 2012, with offices in the US, Canada, India and Mexico. We modernize, scale and secure the systems large companies run on, for clients including Palo Alto Networks, Visa, Cloudflare and Genpact. Client service revenue grew 21% year on year in both 2025 and 2026.

THE ROLE

We're hiring a Cloudflare Practice Leader to build and run Trantor's Cloudflare business.

Today we place engineers, architects and project managers inside Cloudflare's Professional Services (PS) organization. That's a sell-to relationship: Cloudflare is our customer. Your job is to grow it, and to add a sell-with relationship on top, where Cloudflare's sales and partner teams bring Trantor into their deals and we deliver outcomes for Cloudflare's customers.

You'll own the practice P&L and the executive relationship with Cloudflare. Success means Cloudflare account teams bring Trantor into their deals by default, and Trantor is a recognized services partner for Cloudflare's enterprise and strategic accounts.

Why it's worth your time:

• You start with a base. Live work and delivery leads are already on the account.
• You build something new. You shape the offers, the team and the go-to-market, with real P&L ownership.
• You work on what's next. You'll take Cloudflare's newest products, including Cloudflare OS and AI Gateway, into enterprise and strategic accounts.

WHAT YOU'LL OWN

You'll run four motions with Cloudflare. The first is the business we have today; the other three are new.

Professional Services delivery (Sell to)

1. Counterpart: Cloudflare PS leadership
2. What we deliver: Engineers, architects and project managers embedded in Cloudflare PS teams

Cloudflare OS enablement (Sell with)

1. Counterpart: Cloudflare OS product team, enterprise sales
2. What we deliver: Enterprise deployments: shared skills and company context, Gatekeepers to internal systems, Access policies, AI Gateway model and cost controls

Preferred services partner for core products (Sell with)

1. Counterpart: Partner organization, direct sales, Professional Services
2. What we deliver: CDN migrations, Zero Trust (Cloudflare One) rollouts and other implementations, delivered to Cloudflare's quality standards

Strategic accounts (Sell with)

1. Counterpart: Strategic account executives and solution engineers
2. What we deliver: Pilots and adoption programs for Cloudflare's newest products in named strategic accounts

WHAT YOU'LL DO

Lead the partnership

• Own the executive relationship with Cloudflare PS, the partner organization, the Cloudflare OS team and strategic sales leadership.
• Run a joint business plan with Cloudflare covering target accounts, offers, pipeline and quarterly business reviews.
• Earn and keep Trantor's standing in the Cloudflare partner program, including the services delivery track and the Zero Trust and Application Services specializations.
• Grow the existing PS relationship while running new sell-with work, without channel conflict.

Take offers to market and win deals

• Build packaged offers with fixed scope and price: a CDN migration factory, Zero Trust / VPN replacement, and Cloudflare OS deployment and enterprise readiness.
• Help Cloudflare account executives and solution engineers bring Trantor in, with one-pagers, a deal-registration flow and reference stories.
• Source and close joint opportunities, and own forecast accuracy for the practice.

Set the bar for delivery

• Set delivery standards Cloudflare PS can audit: methodology, runbooks, acceptance criteria and customer satisfaction measurement.
• Grow a bench of Cloudflare-certified engineers and architects, with a ramp plan that stays ahead of demand.
• Build Cloudflare OS depth in Workers, Durable Objects, AI Gateway, Access and MCP integration. The platform is code-first and open source.
• Step in as the senior escalation point on at-risk engagements.

Run the business

• Own revenue, gross margin and utilization across sell-to and sell-with.
• Decide when to invest in bench ahead of signed work, and when to say no to low-margin requests.

WHAT SUCCESS LOOKS LIKE

First 90 days

• Professional Services delivery: current placements retained; account plan agreed with Cloudflare PS
• Partner program: certification and specialization plan in place
• Cloudflare OS: internal reference deployment; working relationship with the Cloudflare OS team
• Core products: two packaged offers launched with Cloudflare PS sign-off
• Strategic accounts: named target accounts agreed with Cloudflare strategic sales
• Pipeline: joint business plan signed with Cloudflare
• Team: hiring and certification plan approved

First 12 months

• Professional Services delivery: placements and margin growing
• Partner program: services delivery track and Zero Trust specialization achieved
• Cloudflare OS: paid enterprise deployments, at least one referenceable
• Core products: steady flow of Cloudflare-sourced migration and Zero Trust engagements
• Strategic accounts: pilots running and converting to paid work
• Pipeline: sell-with revenue a growing share of practice revenue
• Team: Cloudflare-certified bench ahead of demand

WHAT YOU BRING

Must have

• 8+ years in professional services or partner sales, including 5+ years leading a technology practice with P&L ownership.
• A track record of building a co-sell motion with a platform vendor, where the vendor's sellers sourced a meaningful share of revenue.
• Hands-on background in application security- NOT infrastructure.
• Experience securing AI agents and agentic workflows (agentic security) is essential.
• Credibility with both vendor executives and customer CISOs and CIOs.
• Experience managing white-label or subcontract delivery without channel conflict.

Nice to have

• Prior work at Cloudflare, or at a Cloudflare services partner, in PS, partner or sales roles.
• Cloudflare accreditations, or the ability to earn them within 90 days.
• Existing relationships inside enterprise and strategic accounts in Cloudflare's target segments.

TEAM, REPORTING AND PAY

• Reports to: CEO
• Your team: the existing delivery leads on the Cloudflare account. In year one, you'll hire a Cloudflare solution architect and an alliance manager.
• Compensation: base salary plus a variable bonus tied to practice growth and Cloudflare co-sell revenue. The salary range is to be confirmed while we complete market benchmarking.
• Location: Remote. Travel to Cloudflare offices and customer sites as needed.